Latest / Mortgage Marketing Radio / Ep# 3: Personal Branding Mastery: Tim Davis

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Ep# 3: Personal Branding Mastery: Tim Davis · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
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Welcome to Mortgage Marketing Radio.
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I'm brought to you by the Mortgage Marketing Institute, your number one source for truth
1:24
in Mortgage Marketing.
1:27
Welcome to another episode of Mortgage Marketing Radio.
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This is your host, Jeff Simper.
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I am very excited for today's episode, a guy who has been on my target list for some
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time, very busy, but also I think a guest that you're going to love that we have because
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just so many great nuggets of information to share.
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So without further ado, please welcome my good friend and the guy with the awesome jacket,
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Tim Davis.
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How you doing?
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Jeff, what's going on, my brother?
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You know, I always like to say live in the dream, my friend.
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So thanks for making time, I know you're incredibly busy.
2:02
You are doing so many good things in the mortgage space right now from being, you know, national
2:06
sales coach at movement mortgage to what you're doing, you know, as far as branding with
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personal branding mastery and stuff, man, how do you manage it all?
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It's a good question, you know, a lot of people know more about dancing with the stars
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than their own dreams and goals.
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I mean, I know it sounds funny, but it's true.
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I mean, the reality about it is, I don't know if you can hear my dog in the background.
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I can, I love it.
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I got too much.
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I'm sorry, I'm sorry about that.
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No worries.
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But seriously, in all reality, I mean, most people would rather sit down and watch dancing
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with the stars or episodes of TV than really work on their goals and their dreams.
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And I'll tell you another thing too, Jeff, most people grossly underestimate, and I mean
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grossly underestimate the amount of time, energy, effort and connections you have to put
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in to make whatever you're working on a reality.
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Hmm.
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Okay.
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Are you seeing that every day?
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Because it sounds like you've got a cup of close and personal experience with that.
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You know, you're working with mortgage professionals and agents, of course, across the country.
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So what are you seeing out there that gives you evidence of that?
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Well, I mean, after being in this game, 22 years, right?
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Renemone shops working in the industry, moving over to the coaching side of things.
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Yeah, I mean, you see it all the time.
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You'll see that somebody will make, say, 10 connections in a week, and I'm like, that
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isn't even anywhere close to where you need to be to get to your goals.
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I have a simple philosophy, and I'll give it to everybody that's listening on the, on
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the show today.
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I teach this to all of our loan officers and our coaching sessions, my philosophy is
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simple.
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Every day before 11 a.m., you have to originate one quality loan.
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It's going to close in the next 30 days.
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Is that simple?
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So when your feet hit the ground and you've gone through your morning routine and you start
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your prospecting, you've got to have a systematic prospecting guideline that's going to arrive
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at a quality loan by 11 a.m.
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every day, because that's the only way we get paid in this business, right?
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I mean, if you're not making loans, you're not making money.
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It's that plain and simple.
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Email doesn't make you money, sending direct mail, but it doesn't make you money.
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Nothing makes you money, but originating alone.
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So what you're doing activity wise must lead to that end.
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And if it's not leading to that end, you're going to have a small pipeline.
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Okay.
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So a couple of things you've mentioned there, you know, direct mail doesn't make you money,
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email doesn't make you money originating alone, makes you money.
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So I think everybody gets that and wouldn't disagree with you.
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I think, you know, to your point about, you know, have a loan originated by what 11 a.m.
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you said every single day?
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Was that it?
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Well, 11 o'clock every single day.
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Okay.
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So I'm a loan officer.
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I'm sitting here.
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I'm hearing that and I'm thinking, yeah, right.
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How the heck am I going to do that?
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So what I'm getting at is, you know, the things you talked about that don't quote unquote
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generate a loan email, whatever, well, well, don't aren't actually originating alone.
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It's those avenues though, though that get there.
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So, you know, you're the personal branding guy.
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You're a guy who obviously believes strongly in, everybody has to have a brand.
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As a matter of fact, one of the things I see on your, your Facebook pages, you know,
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if you're not publishing, you're in trouble, right?
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So what are those activities then or those systems that that loan officers can set up that
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you're helping them set up right now through your coaching at move and mortgage that are
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generating that or originating that loan every day at 11 a.m.
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Okay.
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Well, let's just start at the basic fundamentals.
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Every originator needs to take an honest assessment of where they are.
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And what I mean by that, they really need to look at it and say, how many people know
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that I'm in the mortgage industry, how wide are my connections, how well known am I in
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the marketplace?
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Right?
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Because at the end of the day, there's a lot of ways to originate alone, but one of the
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best ways to originate mortgage loans is through your personal network.
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And if that, and if a lot of people don't know you, then that's where you have to start.
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You've got to expand getting known.
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It's that simple.
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I have a pyramid.
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Okay.
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My pyramid has three levels, Jeff.
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The bottom level is to get known.
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That's your responsibility.
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Right.
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Every day, you've got to take it upon yourself to expand the number of people who know who
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you are and know what you do, right?
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And then the middle level is when you start to get opportunities, opportunities come your
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way.
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People send you referrals and you've got to be really good there.
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You've got to take thorough applications.
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You've got to set proper expectations because in that middle level, it's where trust is
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built.
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Right.
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Right.
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And the only thing any of us want in life when we purchase from a service provider, all
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you want are the results.
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Okay.
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So in that middle level, when you get opportunities, you better deliver results.
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That means closing on time, doing what you say that you're going to do, setting good expectations,
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being a great interviewer on your loan applications, just getting the job done.
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The more you do that, then you get to the top of the pyramid, which is people know you
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for getting results and you start to get more referrals naturally and virally because
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people in the marketplace go, geez.
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If you want your loan clothes and you want it closed on time, you better call Jeff.
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Mm-hmm.
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Yeah.
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So that makes sense.
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In your experience now, doing this for many, many years out there and as I keep alluding
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to you right, you're coaching a lot of loan officers.
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So you're seeing this on a daily basis.
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Which of those three are the biggest points of weakness for most of the loan officers you
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see out there?
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The base, getting known.
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And why do you think that?
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So that's been the problem forever, it seems to be.
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Yeah.
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So why is that?
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I mean, I think everybody knows that, right?
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They're like, yeah, I got to get more people to know who I am, right?
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So why is that still the biggest problem?
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Yeah, because people hesitate and they take way too long to get ready.
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There's no song, one for the money, two for the show, three to get ready, three to get
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ready, three to get ready.
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And most people's records are stuck on three to get ready, three to get ready.
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And they'll say, well, what do you say to people and where do you find people?
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And all of that, all these questions and I'm like, gosh, you know, at some point you've
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got to really sit down and think through this.
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You've got to think through this, you are in sales, right?
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And you should be the most well-known originator in your marketplace.
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You should set out a goal that says, you know what?
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I'm going to make myself popular in our branding seminar classes, Jeff.
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We talk about high school yearbooks to kick everything off.
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Everybody has, hopefully, been to high school or knows what a high school is or underneath
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the gun they could spell the word high school, right?
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That's a benchmark for entry, by the way.
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It's a benchmark for entry, right?
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Spell high school.
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But in all honesty, you remember the yearbook.
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Now the yearbook had the inmate line up and that was page after page after page, right?
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That's where you would find me.
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I was an inmate line up, okay?
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And then there were special pages in the yearbook dedicated to most popular, best dress,
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most athletic.
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And we've all, at points in our life, referred to high school as a group, high school was
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the time where it was the popular crowd or the popular kids.
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We all heard that terminology.
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Well, listen, business is no different.
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If you're unknown in your market space, then as Zig Ziglar said, you know, sells people
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that are not known have skinny kids.
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Yeah, I love that one.
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I mean, yeah.
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So who's responsible for making it known?
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I mean, I don't, I haven't yet to meet anybody who has a person in their city that comes
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by their house, rings their doorbell, jerks them out of bed, puts them in the blues brother
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mobile with a big loud speaker on the top and drives them around the city going, hey,
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come on down.
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Steve Jeff sent for a great loan off, sir, you know, nobody does that for you.
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Yeah, that probably wouldn't work well anyways.
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I don't know, right?
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But I used to know an accountant in the music industry, he said, Tim, there's no bad, such
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thing as bad publicity.
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Yeah.
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Fair enough.
10:38
Hey, but, but regardless, so it's that originators responsibility to get known, right?
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They've got to get known by the real estate agent community.
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They need to get known by the builder community.
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They need to be built in a database of people within their sphere of influence.
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They need CPAs that know who they are, divorce attorneys, financial planners.
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Too many originators have like one funnel and that funnel of business consists of five
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people who know what they do.
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Yeah.
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Well, it's like that old adage, I'm sure you've heard before, like one is the only
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est number in marketing, right?
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So if you're relying on one source for your business, that's not safe.
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That's not really a strong foundation because if that source goes away or becomes less productive,
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then you're screwed.
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Well, and let's go back to the point that we opened up with, originated along by 11 a.m.
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every day.
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We just went through a series of funnels that you should have.
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And now we can add social media to the mix, right?
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We could add social media, CPAs, financial planners, divorce attorneys, builders,
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realtors, past clients.
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That's seven sources of information, seven funnels that you should be building.
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Right.
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If you are sitting there going, I don't even know where I would find a loan by 11 a.m.
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You need to look at how many funnels you have.
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And if you don't have at least seven, well, so let's do this.
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So, you know, I think that's great, right?
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There's lots of different funnels to choose from.
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And I don't know if you prescribed to this kind of belief, but you know, you can't be, depending
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on where you're at in your business, right?
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I mean, the feedback I kind of sense from a lot of loan officers is, well, you know, great.
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Well, how do I just get started?
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Or, you know, what's the one funnel, you know, the one source of business that I could pick,
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like would be, you know, ideal for me.
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So I don't know if I'm kind of like, I don't want to paint you in a box because the truth
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is, right, all those funnels have their own value proposition.
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If you are face to face with this loan officer and you know that the biggest area of weakness
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for them of the pyramid is the awareness, I need to get more people to know that I exist
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and I'm not a secret agent, you know, where would you advise them to start if they need
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to build the more of their awareness and their local market?
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Well, I, number one, I'm going to start with my immediate sphere of influence in terms
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of people who know me already within my family, within the people that I know.
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And I'm going to look for influencers within that group, okay, meaning let's say that
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I know you and you know me and I know that you're a big influencer and you have a lot
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of connections in town or a better example is I had a friend in Nashville.
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He was the president of the Red Cross chapter, always involved in a lot of fundraising
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and charity events.
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I went to Joel and I said, Joel, hey, listen, I'm growing my mortgage practice.
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I'm wondering, who are the top three leaders in real estate that you know are ambitious,
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go oriented, they're driven, they're great leaders in real estate?
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And Joel said, hey, I've got three or four names for you that I'm personal friends
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with.
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And I said, that is fantastic.
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Give me those names, I'm going to call those people and when I call those agents, I basically
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reference Joel, I said, hey, we're both friends with Joel.
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He spoke really highly of you, said a lot of great things behind your back, said you
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were a great leader, you were very ambitious, you were goal oriented, you were driven.
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I would love to sit down and talk with you for a little bit about how you arrived at
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this success part in your life.
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I'd love to learn from you, maybe get some mentorship from you over a cup of coffee.
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Would you spend 10 minutes with me to get to know you and maybe share and impart some
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wisdom from you to me?
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I'm not leading with mortgage, I'm not even telling them a mortgage loan officer for
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crying out loud.
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They know who, they, if you hear the word mortgage loan officer, most realtors cranche.
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Yeah.
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Oh, another one.
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So I think you got to start with your immediate sphere of influence.
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Who do you know right now that is influential in your community and can connect you with
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other influential leaders?
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And that's where you have to start to get known.
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Okay.
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Yeah, that's good.
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So all right, start with your sphere of influence connected to other influential leaders.
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Or else would you suggest somebody start because that sounds like that, that's relatively
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manageable, right?
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Somebody could complete those activities in a pretty short time clip in a given week or
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over the course of, say, 30 days if they're focused on it.
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So what next, where else would you direct people once they've kind of tapped into their sphere
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of influence?
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Okay.
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Second place is I'm going to connect with the networkers in town, right?
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So I'm going to go to some high profile networking events in my community where there are
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high profile networkers that can connect me with other networking events.
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Now when I say high profile, I'm not, I mean you have to judge the events that you're
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going to based on the attendees that are there.
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If they're all new in business too, they're really not going to be able to help you accelerate
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your growth.
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I've got to go to established networkers in town that have been parts of groups for multiple
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years.
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And I've got to look and infuse myself into the fabric of those networking events so that
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I can get known and they can, they'll in term want to spread the word about me as well
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as introduce me to other groups.
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So you're talking about places like B&I or things like that?
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Possibly.
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I mean, now when we talk about local networking groups, now I judge them based on the quality
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of people that show up at the event.
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Right.
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Right.
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So I've been to a number of those.
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We look around the restaurant, you know, and you've got the six, eight people, whatever
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and it's like, okay, this doesn't seem to be a really qualified bunch for what you're
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trying to do.
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Yeah.
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I mean, you know, we're trying to say, hey, what's the one thing you can do?
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And listen, if you're getting started, there isn't just one thing.
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You've got to do a lot of things.
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Okay.
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So before I go back to the people grossly underestimate the amount of time, energy and
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effort it takes to grow the business, you know, you've got to be making a minimum.
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If you're getting started and you're trying to figure out where you're going to go, you
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didn't even be making a minimum of 50 contacts a week to introduce yourself to your business
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to people.
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Yeah.
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And I think, you know, the question comes up with that and, you know, of course, you
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know what I do and have taught long officers for a while in terms of doing like the seminars
16:56
for realtors is it comes up, it comes down to, okay, so if I've got to make those 50 contacts
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a week, right, there's various channels that I can do that through.
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There is, as you said earlier, social media, there is the networking.
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There is the, you know, doing the coffee talks with my sphere of influence.
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There is trying to get in front of real estate agents and, you know, I've got certain beliefs
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about better ways to do that with regards to agents.
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So yeah, it seems to be there's a lot of different place that depending on where you're
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at in your business, if you're, if you're looking to grow your base of quote unquote potential
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referrals, yeah, you need to, I would say, you know, it's funny, I'm just trying to put
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my hat on right now.
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It sounds like I'm, like, stalling, but I'm thinking about this as an actual mortgage professional.
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You know, this is just how I think and I could be totally off base on this, but, you know,
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I want to identify what is the, the, the, the, the, the, the, the, the, the, the, the
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activity I can do, right?
17:48
Yeah.
17:49
Because all of them have a different R, what I call an ROE return on effort, um, cold calling
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as you know, has its own very low ROE.
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My personal life, you can feel free to play devil's advocate there, but I know I'm with
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you on that.
18:02
Okay.
18:03
And then those are these other, you know, certain level of ROEs, but, but what would you
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say?
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I guess this is where I'm trying to get with you ultimately from your experience, right?
18:10
And you may have already answered the question.
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So forgive me, but what do you see as the biggest ROE return on effort to, to address that
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problem of having that originated loan every day by 11 a.m.?
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You know, it, it's a combination, but I like the one to many approach and I like building
18:27
my brand as an educator and advocate of the market.
18:30
Okay.
18:31
Right.
18:32
So, um, let's just, let's just play devil's advocate or maybe not, maybe that's not
18:35
the right word.
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Let's just plot me into any city in the United States.
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Name a city.
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A city where you don't know anybody?
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Yeah.
18:42
Just name a city.
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All right, man.
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Come on out here on the West Coast, Irvine, California.
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Boom.
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I know you and that's it.
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And I'm going to pretend I don't even know you.
18:50
All right.
18:51
Fair enough.
18:52
Yes.
18:53
All right.
18:54
Now, listen, I learned this a long time ago.
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The best loan officer doesn't win the business.
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The best marketer wins the business.
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You know, that's not going to wrap you, but I remember this real estate train I mentioned
19:04
this the other day.
19:05
You used to have this great saying.
19:06
He's like, you know, do you want to be well-known or worth knowing?
19:10
And it was kind of a trick question because the reality, when you think about it, it's
19:13
like, well, I want to be a quality person and be worth knowing.
19:15
Well, of course you do.
19:16
Right.
19:17
But in the context of the question, you want to be well-known because, and then you
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went on to say, how many of you here, and you know, you're in front of agents every
19:25
day.
19:26
So you can, you ask this question.
19:27
How many of you here know that agent who's not as professional as you, doesn't follow
19:30
up as good as you, you know, doesn't really care as much as you, but they're out producing
19:35
you every single month.
19:36
How many of you know an agent like that?
19:37
Everybody.
19:38
Right.
19:39
With to the point you're making to them because they're well-known, right?
19:42
Yeah.
19:43
Absolutely.
19:44
Now, look, here's exactly what I would do.
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This is the game plan that I would do, okay?
19:48
Now, I know this, some people are going to be like, what?
19:52
But this is the game plan that I would do and you've got to choose what's right for you.
19:55
But again, I'm going to tell you, people grossly underestimate the amount of time, energy,
19:59
effort, and money it takes to grow a business.
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It takes all of these things, right?
20:04
So you've got to dump, if you're trying to get something off the ground, right?
20:09
You don't have time for television.
20:11
Right.
20:12
You just don't.
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I've got to give something up.
20:15
Right.
20:16
I did when I was getting my career started.
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I spent the daylight hours networking and getting to know people and shaking hands and
20:22
kissing babies and all of that kind of stuff.
20:23
And I spent my nighttime hours reading and studying and building out my systems and updating
20:29
my database and all of those kind of things, right?
20:32
My wife thought we were, we were not even married during the middle of the night and she's
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like, where are you at?
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I'm like, I'm working on the business.
20:38
So you've my nighttime to work on my business or work the daytime to work in my business
20:42
when I'm trying to get it going.
20:45
If you want to, if you want to get to a sustainable level, if you want to struggle, don't do those
20:50
things.
20:51
Okay.
20:52
So we're back to, you're, you're, you moved from national to Irvine.
20:55
You don't know a soul.
20:56
What are you doing?
20:57
Okay.
20:58
Here's what I'm going to do.
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I'm going to get myself a list of the top 15 to 25 real estate agents in Irvine, okay?
21:09
That are doing a minimum of $12 million a year in transactions, minimum, okay?
21:18
Because here's the deal.
21:19
If I can end up with 12 of those people, they're doing about a million dollars a month.
21:22
If I could capture 25% of that business, I'm getting $3 million a month in originated
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loans.
21:27
That's enough of that one funnel, okay?
21:29
So I just want a small piece of a big pie, okay?
21:33
So I'm going to, I'm going to get myself 15 to 25 of the top agents in town.
21:37
And I'm going to, I'm going to go out and I'm going to call them up.
21:40
I'm not even going to play the role of loan officer because remember, they hear from
21:45
loan officers all the time, right?
21:47
So if I introduce myself as a loan officer, I'm dead in the water just right off the
21:50
bat.
21:51
Okay?
21:52
So I'm going to call them up and let's just say that you're one of the top 25, okay?
21:56
And I'm going to call you up and I'm going to say, hey, Jeff, this is Tim Davis.
22:00
And we are launching a brand new book.
22:03
It's going to be published on Amazon of the top 20 most respected leaders in real estate.
22:09
And there's absolutely no cost to be in this book.
22:12
You were selected to be part of an interview.
22:15
I was wondering if I could get with you in the next five days and interview you for your
22:19
chapter in this upcoming book, you're going to get a copy of the book and it'll be a great
22:23
exposure for you in your business.
22:25
And I was wondering if you'd have time over the next five days to sit down and talk about
22:28
the project that we're working on and maybe interview you to have your chapter in that
22:32
book.
22:33
Wow.
22:34
That's an approach they've probably never heard before.
22:37
Never heard, right?
22:40
Never heard that approach.
22:41
That's totally unique.
22:42
Yeah.
22:43
Totally unique.
22:44
And it's plain to what they want, that agent wants more exposure.
22:48
They want to be seen as a leader.
22:51
They want more credibility, more authority, more influence.
22:54
And I never once said I was a mortgage loan officer, did I?
22:57
No.
22:58
We don't have to go through all the details of the talk track, but obviously there are specifics
23:03
to that.
23:04
But no, I think the concept is great.
23:06
It's right on spot.
23:08
If they ask you who you are, whatever, then you can provide the kind of context you want
23:12
there.
23:13
But yeah, that's very cool, man.
23:16
I mean, I'm trying to put my agent hat on and naturally I would ask some questions,
23:19
but I would definitely be agents, right?
23:21
They have an ego.
23:22
I'd be flattered.
23:23
I'd want to learn more about it.
23:25
I wouldn't give the usual knee jerk response that they give when they're getting those types
23:29
of generic coal calls.
23:32
So I would think you'd have a pretty good success ratio on converting those calls to appointments.
23:37
Yeah.
23:38
I mean, look, if I get 25, if I make 25 calls, right?
23:43
Number one, they're not even co-calls anymore because I've got something that the vast majority
23:47
of them are going to want.
23:48
Yeah.
23:49
And if they say no, I'm going to move on to the next one.
23:50
Who cares if I get rejected?
23:52
Right.
23:53
That's great.
23:54
All right.
23:55
Do you want to carry that all the way out in terms of like continuing with your shock and
23:58
awe campaign in Irvine, California?
24:00
Well, listen, I'm the type of personality that I've learned over the years that you either
24:06
need to go big or if you don't go big, you're going to be somewhere in the middle of the
24:09
pack or at the bottom of the pack.
24:13
And that's just me and that's just what I've learned.
24:15
And so I've got to find a way to be totally different than anybody else, but I've been doing
24:19
this branding stuff for years.
24:21
I did it in my mortgage business, I produced CDs, I wrote and published books, I did all
24:26
of those kind of things to lead up to speaking events locally, right?
24:31
And here's another thing that I would do.
24:35
I would have to have a multi-approach campaign, right?
24:38
You can't just be like, okay, well, I'm just going to do one thing and hope it works.
24:41
No, I'm going to have a multi-approach campaign.
24:44
So I've got to make sure I've got enough money in the bank to support me through this process.
24:49
But the other things I won't go deep into the book, but that's one of the things I would
24:53
literally write and publish a book of the top 2015-12.
25:00
How many interviews I could get if I were going to get 12?
25:03
Can you make it localized?
25:05
Yeah, absolutely, absolutely.
25:07
I'm definitely going to do that.
25:08
There's no question in my mind about it for several reasons.
25:11
Now I'm meeting the best real estate agents, the ones that are actually producing business.
25:14
Right, right.
25:16
Yeah, and what's interesting is, I mean, you could expand that so many different ways.
25:19
You could actually then start to think about now in terms of building a brand which will
25:23
come to in this conversation, but in terms of the different, you know, if you think about
25:28
the hub and the spoke model with all the spokes of the wheel and the hub.
25:31
So now you've got, you know, these incredible insights from these top 15-20 agents you've
25:36
interviewed.
25:37
You've got all these nuggets of information setting aside the relationship building aspect
25:41
of that for a moment and recognizing how you can now leverage the content.
25:45
Think about how you could repurpose that content on social media, blog posts, you know,
25:49
giving local lunch and learns to your real estate agents and just sharing these best practices
25:53
that you've learned in interviewing, right, the top 20 agents in, you know, the local community.
25:59
Yeah, 100%.
26:00
100%.
26:01
Now here's what I'm going to do second to that, okay?
26:04
Yeah.
26:05
Now, again, listen, baseline foundation on this thing is I'm going to go big or I'm not
26:10
going to do it, okay?
26:11
Second thing I'm going to do, I'm going to really have, I'm going to take one day I'm
26:14
all right and publish my own book and one day that has nothing to do with the interviews
26:18
I'm going to do.
26:19
The interviews I'm going to do is for a different book so that I can get in there and meet the
26:23
real estate agents, start to build a rapport with them and give them something of that they're
26:28
looking for, right?
26:30
And in return, I'm going to get to know them.
26:32
I'm going to be able to start to build a relationship and they're going to see me differently
26:35
than everybody else.
26:36
Now, see me as a giver, they're going to be see me as an influencer, see me as somebody
26:40
that is trying to help them and not ask for anything in return, okay?
26:46
Okay.
26:47
I'm going to start the relationship but I'm going to take one day, I'm going to knock out
26:50
one book, something like, you know, well, I've got the book already, right?
26:54
But 125 of the most inspirational quotes for your real estate business, right?
27:00
Okay.
27:01
And so I've got that book and then I'm going to get a dialer, I'm going to go find me
27:06
a virtual assistant, okay?
27:08
And I'm going to make that virtual assistant, I'm going to first have them get a list of
27:11
all the brokerages in town, okay?
27:14
And then I'm going to put them on a dialing campaign to where they've got to have me speaking
27:21
once or twice per week in every office they can get me into as well as the local women's
27:26
association chapters or any other chapters that have to do with real estate in Irvine,
27:31
California.
27:32
Okay.
27:33
I'm taking notes actually.
27:37
And so now I've got this dialer behind the scenes and I'm paying, say, $10 an hour
27:41
for that's going to over the next 30 days try to get me booked to speak a minimum of six
27:46
times.
27:47
And so you're going to speak on what, when they ask you, great, come on in, you've got
27:50
this book, you know, 125 quotes, what's your topic, Tim?
27:54
My topic is how to get inspired to grow your business, five tips to grow your business
28:00
in 2016 and beyond.
28:02
Okay.
28:03
You know, a general motivation inspirational type of speech.
28:05
Okay.
28:06
Got it.
28:07
Okay.
28:08
And now I'm going to come in there and I'm the author, I'm the publisher of this book.
28:12
Okay.
28:13
I'm going to give you, you know, a little five, five tips on how to grow your business.
28:17
And I'm going to get that 20, 30 minutes in front of that audience of 15, 20, 25, 30,
28:21
40, 50, 60 people.
28:23
Every one of them are going to go in my database.
28:25
Right.
28:26
Then I'm going to have my dialer, the ones, the appointments I don't set at that event,
28:31
which by the way, let me tell you what's going to happen because it's happened to me
28:34
all the time.
28:35
And you got to understand, I'm a kid from the projects that flunked out of college.
28:38
Okay.
28:39
So I've got like no pedigree for being able to do this stuff.
28:43
I just do it.
28:44
Right.
28:45
Okay.
28:46
And so this is what happens.
28:47
You go and speak and you've got your book and people take pictures of you with the book
28:49
and they ask you to sign it and autograph it and all this other kind of stuff.
28:52
Right.
28:53
It's all of a sudden you're no longer seeing as a loan officer, you're seeing as an influencer
28:58
and you can have real meaningful conversations and get to a referral relationship faster.
29:03
Yeah.
29:04
You know, it's funny, you know, you're no longer seeing as a loan officer.
29:09
That's actually completely secondary to everything you're talking about here and it's
29:13
often kind of an afterthought when you're there and you're going through this process
29:18
and I know this because I've talked to a number of fellows who do some similar stuff.
29:22
And you know, at some point people, you know, ask, well, so well, you know, what do you
29:26
do?
29:27
Tell me about it.
29:28
Oh, and I'm also, you know, a mortgage loan officer.
29:29
Oh, sure.
29:30
We didn't even think.
29:31
It's kind of like that Trojan horse thing.
29:33
Sure.
29:34
Absolutely.
29:35
I'm going to bring that in secondary because here's the deal.
29:37
Most people in America are industry racists and let me define that term before people
29:43
freak out.
29:45
Here's what I mean by an industry racist.
29:47
They hear somebody that works in an industry and they and they predetermine the quality
29:52
that individual based on the industry.
29:54
They say they represent, give you a perfect example.
29:56
Hi, Jeff.
29:57
My name's Tim Davis.
29:58
I'm a used car salesman.
29:59
Yeah.
30:00
Now what are you thinking?
30:01
Um, I'm out of here.
30:03
Right.
30:04
Okay.
30:05
Um, good friend of mine, uh, started up a church plant in, uh, Mount Juliet, the little east
30:11
of Nashville.
30:12
Maybe meaning to go out to his church.
30:13
Finally went out there a couple of weekends ago, visiting his dad's now working full
30:17
time as a pastor on staff.
30:19
I said, gosh, Ron, that is fantastic.
30:21
I know you're really excited to be full time.
30:23
I said, tell me a little bit about your days and what you do.
30:25
He goes, well, I'll tell you what I don't do is I don't tell people I'm a pastor.
30:28
Why not?
30:30
That's what I said.
30:30
Well, why not?
30:31
He goes because a lot of people get freaked out when you say that and they don't get honest
30:34
about it.
30:35
And I can't build a true relationship.
30:36
They start to lock up.
30:37
Yeah.
30:38
Ah, and I said, if you've been to my branding seminars because we talk about that all
30:42
the time, don't say that you're a realtor.
30:44
Oh my gosh.
30:45
Like, realtor's according to Gallup have like a 28% approval rating.
30:49
Right.
30:50
Right.
30:51
Mortgage loan officers.
30:52
You're not too far behind that.
30:53
Yeah.
30:54
Right.
30:55
Okay.
30:56
You know, but if I can introduce myself as a publisher, as an author, as a creator,
31:02
or founder of it, okay?
31:04
So, but I'm not done with my marketing that I'm going to do, okay?
31:07
Okay.
31:08
Okay.
31:09
So we got to go back.
31:10
We're back at a shopping mall campaign.
31:11
Back on.
31:12
I got my stock and all campaign.
31:13
Number one, I've got my target 25 that I'm going to go out for interviews and I'm going
31:16
to put together this book and like a who's who magazine, but it's going to be a published
31:20
book.
31:21
Okay.
31:22
Number two, I've got my own quote book and I'm got my dialer setting up a, um,
31:26
lunch and learn type of events with me so I can go in and I can do one to many approaches.
31:31
Right.
31:32
Number three, I'm going to launch my agent marketing academy on the third Thursday of
31:35
every month.
31:36
And I wrote about this on my LinkedIn blog post, right?
31:40
And so I'm going to launch agent marketing academy, which is going to be a, a lunch and
31:44
learn that I host on the third Thursday.
31:47
I'm going to connect with other influencers in the market to help me fill the room up.
31:51
I'm going to connect with a cut, cut, cut knife representative because they know all
31:54
the realtors and they know the realtors that spend money.
31:58
I'm going to connect with a home warranty rep that sells the most home warranty reps in
32:01
town because you know what?
32:03
They know the realtors that are selling homes because they're the ones buying the H home
32:06
warranties from them, right?
32:08
Okay.
32:09
Now, I'm not necessarily going to, going to connect with the title person.
32:12
I'm, I might, but for me, the home warranty and the cut cut reps, they know who's spending
32:17
money in real estate and that's who I want invited to agent marketing academy.
32:21
Hmm.
32:22
Interesting.
32:23
I, naturally, for me, I always go for title, but that's an interesting angle.
32:27
You can, there's nothing wrong with the title.
32:29
I've just, I may get a title person, I may get, you know, I'm going to have no more than
32:33
three sponsors, but I'm going to create leverage because I've only got so much time today,
32:38
right?
32:39
I get 24 hours.
32:40
Do you get any more than that?
32:41
No.
32:42
Okay.
32:43
So I just want to make sure, because if you had a secret, I, you need to, just wait for
32:46
you to swap the interview.
32:47
I'll be bottling that and selling it.
32:50
So I'm going to connect with these influencers in town to create leverage and I'll say I'm
32:54
going to make you part of agent marketing academy.
32:56
We're going to have, I have this on the third Thursday of every month, a set time, a set
32:59
location.
33:00
Now, get this.
33:02
I go out and I get my first lunch and learn, my, my dialer sets up.
33:06
I've got my book, you know, maybe I'm selling the book and donating some money to local
33:10
charity that everybody loves, have a tattoo for humanity or whatever the case might be.
33:14
So now I'm charitable as well.
33:17
And so they sign, I signed some books, they take pictures, they put their picture on
33:21
social media.
33:22
So I'm now I'm getting all their influence on social media because they got me and them
33:25
in a picture of the book together and I gave them a really good speech at the WCR wherever
33:31
I went to.
33:32
And then I'm going to say, Hey, on the third Thursday of every month, from 11 to one,
33:36
we host a great class called agent marketing academy.
33:39
We cover a killer topic where there'd be social media, video marketing, whatever it is,
33:43
we're going to help you grow your business.
33:45
We're going to feed you.
33:46
You're going to have a chance to get a wonderful watch.
33:47
We're going to do some networking.
33:48
Now I want you to bring your very best listing and I'm going to give you 60 seconds to stand
33:52
up and share that listing with everybody else in the room.
33:54
Hmm.
33:55
Good idea.
33:56
Get you to help you sell some homes.
33:58
Right.
33:59
Good idea.
34:00
Right.
34:01
And so when I'm talking to the group, now again, it's not about me saying, Hey, I'm a
34:06
lone officer with awesome rage.
34:08
You should come get some of my great rates because I'll call you, I'll call you back and
34:12
I'll close on time.
34:13
Right.
34:14
All right.
34:15
I'm up there saying, Hey, I'm the author of this book and I'm the founder of agent marketing
34:21
academy and I want to invite everybody in the room for free to become, have lunch with
34:26
us.
34:27
Okay.
34:28
I'm with you.
34:29
I'm waiting to insert a question or a statement at the right time.
34:33
Yeah.
34:34
You go right ahead.
34:35
So I mean, those are the things I've got going on.
34:36
You see what I'm saying?
34:37
It's like a massive blitz of like, who in the heck is this dude?
34:41
Right.
34:42
Well, yeah.
34:43
Well, yeah.
34:44
So when you think about it, I mean, that's brilliant number one and really it goes in line
34:48
with if anybody who's been who's in touch with, you know, the change in the sales model,
34:54
the traditional sales model and you and I both know and I hope listeners know is that
34:59
traditional sales model is dead, right?
35:01
The one that's all about interruption marketing and coal calling and, you know, we've moved
35:05
to this, this place of what we call content marketing or where everyone's a publisher.
35:10
Everyone's a media company.
35:12
And what you just laid out there in this, you know, very brief shock and awe campaign
35:17
is how you can quickly become a publisher starting from ground zero.
35:22
And it's all what you're talking about there is positioning, right?
35:25
You are completely turning the traditional positioning of a loan officer upside down
35:29
where as you're not even recognized actually coming through the door as a loan officer,
35:33
you're a scene as a publisher, a media company, somebody who's adding value, somebody
35:37
who's creating things, somebody who's making an impact and really, you know, as you say
35:43
in some of your talks, right, putting other people first, right?
35:46
What's the impact that you're going to have?
35:47
It's not about you, right?
35:48
It's about what's the difference you can make.
35:50
And so I have bought into that and I would be curious to get your feedback on as you
35:56
see and interact with mortgage professionals out there.
35:59
Are they buying into that as well?
36:02
The ones who want to dominate, yes, the ones who want to give in to their fears, doubts,
36:08
insecurities, all that kind of stuff, yeah, what'd you say?
36:13
I said, fun, yeah, all the fears and certainty, that's, but if you want to give in to the
36:17
fun, I love that.
36:20
Then no, they're not.
36:21
You know, they get excited about it when I present the thing, but then all of a sudden
36:24
they're like, well, I'm not a good speaker.
36:25
Well, of course you're not because you keep saying that you're not.
36:28
Right.
36:29
And you say, yeah, I mean, it's like anything else.
36:31
You have never really exercised that muscle.
36:32
So you got to get to the gym, you know, and getting to the gym and speaking is actually
36:36
doing it.
36:37
Yeah, it's not going to be easy at first.
36:39
You and I both know that from personal experience.
36:42
My first event had three people.
36:43
One of them was my assistant.
36:45
I mean, it was a room full of empty chairs, Jeff.
36:48
One realtor showed up and she sat in the front row when I stood up in front of her and
36:51
I talked.
36:52
Yeah, you got to practice.
36:55
That's what I saw it as.
36:56
I saw it as practice.
36:57
I didn't leave that.
36:58
I was disappointed.
36:59
I was upset.
37:00
I was kicking myself in the tail, but I didn't leave going that strategy doesn't work because
37:04
the strategy you've been proven by other people to work.
37:07
I left it and said, I'm not good at this strategy, but dog on it, I will get good at this
37:11
strategy.
37:12
Well, you know, you tapped into something there.
37:14
I've learned recently, if you know anything about me, you know, I'm, you know, into fitness
37:19
and always trying to, you know, fight that battle.
37:21
And I know you are.
37:22
I see your workouts and stuff that you're doing.
37:24
That's awesome.
37:25
But, you know, there's this program that's called Live to Fail and the whole concept of
37:29
it is to embrace failure because nothing, you know, worth having happens without failure.
37:36
And so you got to experience a little failure.
37:37
You just got to know that failure is a part of the process and to embrace that and to just
37:41
be like, when you fail and you've got three people that show up at your first presentation
37:45
and one of them is your assistant, the other ones you, to embrace that and know that that's
37:50
just part of the journey, man.
37:52
And you're going to, you know, as long as you keep going, right, one foot in front of
37:55
the other, keep getting better, keep refining, you know, review, process, refine, you know,
38:00
and all that kind of stuff along the way, you're going to get to that end destination.
38:04
You're going to get there, you know, so I'm going to come in there with a big media publishing
38:08
campaign that, because I've got to get in front of the best people, right, I've got to
38:13
position myself immediately right off the bat as an authority in the city, right?
38:18
I can't just schlep around hoping something good is going to happen.
38:21
Well, because how else are you going to, you know, get attention in this noisy world?
38:28
Is it going to be the everything, everything every other loan officer is doing, right?
38:31
The coal calls, the ray cheats, whatever, you know, doorknoc and all that kind of stuff.
38:35
And I'm always, I always like to put the qualifier out there, you know, am I saying that, you
38:39
know, coal calling never works or showing up at broker previews, never works, no.
38:45
But I think what you and I are, you know, really tap it into here is like I really wanted
38:49
to focus on is leverage the activities, ROE return on effort.
38:53
And what you're talking about is, you know, the highest return on effort now.
38:58
It may be a lot of effort at the outset.
39:01
It may be more effort than you sitting behind your computer and picking up the phone and
39:05
getting a bunch of voicemails.
39:07
That doesn't take a whole heck of a lot of effort, right?
39:09
But that's why the return on it sucks too.
39:13
Yeah, you're absolutely right.
39:15
I mean, look, being great is hard.
39:20
Being excellent is hard.
39:22
Being mediocre, it's hard too.
39:25
Because when you're mediocre, you're broke and that has some hard to it as well.
39:30
So if being being mediocre, being great and being excellent, if they're all hard, here's
39:35
the deal.
39:36
Choose your hard.
39:37
Yeah, wow, that's good.
39:40
Choose your hard.
39:41
If mediocre is your hard, that's the one you're going to choose.
39:45
Because all this other has too much time in it and all this other kind of stuff, then
39:50
fine, understand that being mediocre has its own set of hard because other people are
39:54
going to be going to events and doing vacations and stuff and you're not going to have the
39:58
money to do that because you're struggling.
40:00
And so mediocre, the hard with that is the struggle.
40:04
Yeah.
40:05
So you're going to have hard in any area.
40:07
Just choose the one you want.
40:10
Wow.
40:11
That's cool, man.
40:12
That's really sitting in with me.
40:13
All right.
40:14
So we're almost out of time here.
40:16
We've talked a lot of, you know, a lot in terms of strategy.
40:18
We talked about dropping you in the middle of a city where you know nobody, shock and awe
40:22
campaign.
40:23
You have since been dropped into this city reached out to the top 15 or 20 real estate leaders
40:28
you've had, you know, lunch talks with them, coffee talks about, you know, what makes
40:33
them successful business stories and all things you can learn and leverage.
40:36
We've self-published one or two of these books where, you know, a lot of, a lot of times
40:42
the loan offers are asking, oh, how the heck am I going to do this, right?
40:44
How do I get all this content and info?
40:45
Well, I think you've just pretty much mapped out a strategy for how to do that.
40:49
I mean, book of quotes, right?
40:50
How hard is that to come up with?
40:52
You're really?
40:53
I mean, hire somebody from Fiverr or whatever to put it together, personal, you know, temporary
40:57
assistant, virtual assistant, whatever.
41:00
You can self-publish on createspace.com, which is a division of Amazon and do it very
41:04
inexpensively.
41:05
Heck, hire somebody to create a PDF and, you know, you know, don't let any of that, those
41:10
BS excuses get in your way because I think if what you, this is resonating for anybody
41:14
listening, right?
41:15
We're talking about ultimately here we are, Tim, we're going to reach the pinnacle of
41:18
everything that you do and we're going to talk about personal branding mastery and building
41:23
a brand.
41:24
So why is it so important today in this noisy world to build a brand?
41:31
Well, listen, if you don't position yourself as an educator and an advocate for the success
41:35
of the people that you're serving, then somebody else is going to, right?
41:39
And so if for no other reason that somebody else is going to beat you to the punch and
41:43
you're competitive enough to not allow that to happen, how about that?
41:48
That's a good enough reason in my book.
41:50
But it is a noisy world and how are you going to get noticed?
41:55
You're just not going to get noticed.
41:57
The other reason to really build your personal brand is because God only made one of you,
42:01
right?
42:02
So you can, you can have a book of 125 must read quotes and I can have a book of 125 must
42:08
read quotes, right?
42:09
But I love to listen to philosophers of life, philosophers in part, great wisdom.
42:13
And one of the greatest philosophers of all time, Ricky Bobby said, if you're not first
42:17
you're last, right?
42:20
Amen to that.
42:21
So a guy that getting a race car with a cougar, it's my like that, I would love to have
42:28
him be my personal coach, Ricky Bobby, no doubt, right?
42:32
And so if you get there first and then I'm coming up behind you, wow, gosh, you know,
42:39
that's why building a brand is so important to me, right?
42:42
Because people don't do business with companies, they do business with people, right?
42:47
And they do business with people that they see that they, they know, like and trust,
42:51
we've all heard that, but they also do people that with business that they know, like and
42:54
trust that deliver the results.
42:57
And by the way, people that they know even exist in the local market, right?
43:02
Yeah.
43:03
Right.
43:04
So hit the ground hard because I mean, listen, you've got competition and it doesn't matter
43:08
if you decide, hey, I don't even want to do more results anymore.
43:10
I think I'm going to go be an eye doctor.
43:12
Guess what?
43:13
There's more eye doctors in the city.
43:14
You've got to deal with this personal branding there too.
43:17
So what I'm saying is, is that for me, it's always come down to the personal brand because
43:24
it's not who you know, it's who knows you.
43:26
Well, yeah.
43:27
And the other thing too is, you know, a personal brand puts a stake in the ground, right?
43:31
It's a point of differentiation, you know, we've now referred to this rising above the
43:35
noise thing, but that's what it is.
43:37
Because otherwise, right?
43:38
I mean, how are you going to be visible?
43:40
How are you going to amplify your unique message, right?
43:44
It's different than your competitors out there who aren't largely even thinking about doing
43:48
this unless they're getting, you know, hold of this podcast, perhaps.
43:52
And then of course, right, having the ability to connect with people.
43:54
So that's what the personal brand can do uniquely and differently.
43:57
And by the way, Tim, I think you would agree with this.
43:59
Your personal quote, you know, in quotes, I'm doing air quotes, man.
44:03
Your personal brand is not your company's brand.
44:06
Agree?
44:07
Oh, I agree.
44:08
Yeah, absolutely.
44:09
Yeah.
44:10
Okay.
44:11
So you need to establish your own and, you know, follow some of the principles we're talking
44:13
about here.
44:14
I'm a believer in this good stuff.
44:16
And real quick, I don't know if you've, I don't, I don't hate to put it on a spot, but
44:19
I mean, any, you know, quick story from the trenches, real estate or mortgage success story
44:25
about someone you've seen kind of implement this over time could be yourself, even.
44:29
I mean, you know, I know.
44:30
No, listen, man, I'm going to give you two quick, quick stories, okay?
44:34
So, and I know one of them would not mind me sharing it all.
44:38
Most people know Shashank, Shekar, I mean, you probably know Shashank.
44:41
Sure.
44:42
Wonderful, wonderful human being, great gentleman, met him seven, eight years ago, came to
44:46
me.
44:47
We did some consulting work.
44:49
He was, he was in really the low income level, right, of origination.
44:53
I mean, it was like, he lives in San Francisco.
44:55
I'm like, how in the world are you even survival man?
44:58
And he was at, he was really kind of on the ropes, like, would he stay in the business or
45:00
would he not stay in the business?
45:02
And so I challenged him to build his personal brand.
45:05
And so the first year, he took a whole year to write a book, I'm like, oh my gosh, if
45:10
we take another year to write a book, I think I'm going to have to kill myself.
45:13
I want to get a book done this weekend, not in it.
45:16
And, but he got the book published and finally, and he'll tell you today, man, I wish I'd
45:22
have listened to Tim and done it sooner because the following year, as a result of having
45:26
that book and the connections he made and how people started to see him, number one, his
45:30
confidence group, right?
45:32
And that's foundational.
45:33
If you don't have confidence in yourself, it doesn't matter what the strategy is.
45:37
Number two, other people saw him differently.
45:40
So his second year, his income skyrocketed into the high six figures and he hasn't looked
45:44
back since.
45:45
I mean, if you watch the guy today, he's taking those branding concepts and continuing to
45:49
pile up on him and pile up on him and pile up on him.
45:51
He's since gone and written several more books.
45:54
He runs a blog.
45:55
He's been on radio TV.
45:56
I mean, when you see the guy, you're like, man, the student's legit, right?
46:01
So that's an example of, he just took ownership of it.
46:04
Of prior, he was letting the market kick him around and he was letting, he was, he was
46:09
a victim of the market versus being a hero of his own story.
46:13
He was choosing his heart.
46:15
He was choosing his heart.
46:16
Yeah.
46:17
And I said, let's stop playing the victim of the market and let's be a hero of our life.
46:21
And so he chose the hero of the life route.
46:24
And now you look at him in multiple, he, one of the best originators probably in the country,
46:28
good friend of mine.
46:29
I love him dearly.
46:31
And, but he took massive action, right?
46:33
And he, he, he, he saw the doubt.
46:35
He had the fear, but we pressed through it together and we got him to the finish line.
46:39
And as a result, it's, it's been wonderful for him.
46:42
Another gentleman in another market, we did a book project four years ago.
46:46
And I remember this day like it was yesterday.
46:49
He calls me up on the phone.
46:51
He's like, hey, listen, this, this, this, I got this thing going on.
46:54
I don't even know what to do.
46:55
And I'm like, oh, calm down, man.
46:56
What's going on?
46:57
He's like, this title company called me, you know, I did, I did a lunch and learn like
47:00
you said.
47:01
And I, and I had about 60 agents in there and, and they all got a copy of my book.
47:05
And then on this title company, they've called me up and they want me to speak to 600
47:08
real estate agents.
47:09
And they want to know what my speaking fee is.
47:11
Haha, wow.
47:12
Oh, my gosh.
47:13
And, and he goes, what do I tell him?
47:16
And I'm like, call him back and tell him it's normally $5,000, but it's half off because
47:20
it's local.
47:21
Right.
47:22
And, and he got $2,500 to be a loan officer speaking to, to, to 600 real estate agents.
47:27
He's not much business.
47:28
He got out of that.
47:29
He got paid to do the speaking game.
47:31
Oh, my gosh.
47:32
All, all because he decided to position himself as brand to become a publisher, if you
47:38
will, of valuable knowledge.
47:40
Yes.
47:41
Absolutely.
47:42
And, and listen, both of those examples did it scared his hell.
47:45
Sure.
47:46
They were both afraid and we had plenty of conversations about the doubts, fears, insecurities
47:49
and all that other stuff because it's common to everyone of us.
47:52
Look, I feel like an idiot every time I put on that paintball jacket, I swear to you.
47:56
But you press through.
47:58
Right.
47:59
You find a way to press through to be different because if you're, if your heart is to serve
48:05
people, then you got to show up in a way that they say, Oh, you're different and I need
48:08
your help.
48:09
Yeah.
48:10
It's funny what happens when the shift in your, like your confidence, you know, becomes
48:16
from that place of serving instead of like, you know, oh, my gosh, I really got to generate
48:19
a loan.
48:20
I really got to make some money, you know what I mean?
48:21
And, and I got it, right?
48:22
We've all been there and, you know, I've had those fun.
48:24
But it's like somehow you got to get to that point to make that shift where, where it
48:27
is about the bigger cause and then that you show up differently.
48:32
Yeah.
48:33
And, and that's something that lasts.
48:35
I mean, the other stuff is seasonal, right?
48:39
Right.
48:40
But, but let me ask you this question.
48:41
Have you ever walked by a trash can and seen a book in it?
48:44
No.
48:45
Have you ever walked by a trash can and seen flyers from loan officers in it?
48:48
Yeah.
48:49
All the time.
48:50
There you go.
48:51
Yeah.
48:52
That's awesome, man.
48:53
Well, a good way to close it out, you know, usually I like to ask one last question because
48:58
you are such a busy guy doing a lot of things and we're talking about, like, you know, you've
49:02
said through this whole thing, like, you know, succeeding on a big level is going to be hard,
49:07
right?
49:08
Particularly at the early, early stages, you know, like to use that metaphor of an airplane,
49:11
right?
49:12
Where it uses what the bulk, you know, 30, 40% of its fuel, just getting off the runway,
49:16
not even getting to its destination.
49:18
So if you're still on the runway, right, it's going to be hard.
49:20
But what's one advice, one leave behind?
49:23
What does Tim, Tim do?
49:25
Tim Davis, one tool, habit, or daily ritual that has the biggest impact on your productivity?
49:31
Man, I have a peak performance planner.
49:34
I give out to all of our loan officers that are in our coaching program at Moorgahage
49:38
tonight.
49:39
It's just mandatory that you do it and it starts with your daily ritual first thing
49:43
in the morning and it takes you throughout the entire day.
49:47
And if you're not sitting there, you know how Dave Ramsey talks about giving every dollar
49:52
in your budget a name, you need to be giving every hour in your day a name.
49:57
And if you're not doing that, if you're not planning your day, then the day's planning
50:01
you.
50:02
And the peak performance planner that I personally have always used, that I give out to the
50:07
loan officers at movement, the ones that adapt it and use it religiously, now listen,
50:13
you got to have self-discipline and we all have it, but you got to use yours.
50:16
Okay, you can't get away with excuse like, well, I'm just not disciplined.
50:21
No, you are, you just choose not to be.
50:23
So you have to get disciplined to complete that thing every day and make sure you've got
50:26
a roadmap of what your day is going to be.
50:28
Otherwise, everybody else that wants to tap into their self-serving nature and get on
50:34
your agenda, we'll do it.
50:35
Right.
50:36
Wow.
50:37
Okay.
50:38
Very cool.
50:39
So you've got to have your daily ritual.
50:40
You've got to say that one more time about every hour in a day.
50:42
Yeah, you got to give every hour in a day a name.
50:46
Have every hour a day in a name or else that day, yeah, if you don't, if you don't
50:50
tell the day what to do, the day will tell you what to do.
50:52
Yeah, no, I just think that's great, man, the way because it's like otherwise you're
50:55
just, you're just fleeting, floating away and you're just, you know, like that feather
50:58
who's blowing through the wind, right?
51:00
Throughout the next thing, you know, it's time to go home, whatever, and what did you really
51:02
get done unless you've really got the specific time blocking and identified, like, given
51:06
every hour, block hours, a specific task, then your product is going to suffer.
51:13
Yeah.
51:14
I know we're over time, but let me say this, people tell me all the time, like, Tim, I need
51:17
to work on my time management and I'm like, no, you need to work on your discipline.
51:20
Hmm.
51:21
Right?
51:22
You mean, you don't manage time, I mean, the clock has, you know, the hours are already
51:27
on the clock.
51:28
It's already, it was pre-built before you ever came into the world.
51:30
The clock is what the clock is.
51:32
You have a discipline problem.
51:33
You're not, you're not willing to be disciplined for an hour each day to go through working
51:37
on your business.
51:38
You're not disciplined in the morning to have good rituals.
51:41
You don't have a time management problem.
51:43
You have a discipline problem.
51:44
Hmm.
51:45
Yeah, and I forget how it's said exactly, but sometimes saying no is the best thing you
51:49
can do.
51:50
Right?
51:51
No to those distractions that are going to pull you off track.
51:54
Right.
51:55
You've got to make a loan by 11 a.m.
51:56
I don't have time to talk to you about your game last night.
51:59
Jeff, we'll talk after I get my loan.
52:00
Yeah, there you go.
52:01
Good point.
52:02
Okay, cool, man.
52:03
Hey, listen, awesome stuff.
52:04
If people want to find you on the internet, how do they find you?
52:06
What's the website to go to?
52:08
Man, I tell you what, how about they just go check out the podcast?
52:11
We've got the Personal Brandy Mastery podcast up, and if they go to Personal Brandy Mastery
52:15
podcast.com, it will take them right over to the iTunes.
52:20
They can subscribe for free when we put out a new episode every week.
52:23
Yeah.
52:24
Good stuff there.
52:25
Continue learning from Tim because you are a wealth of knowledge and inspiration.
52:28
I get inspired every time I listen to you.
52:31
I want to go write a book now and go meet up much top producers and learn what they know.
52:37
There you go, man.
52:38
There you go.
52:39
First off, a knowledge work on your business, work on your business at night, work in your
52:42
business during the day until you have enough business that you can take off.
52:47
There you go.
52:48
Well, listen, I hope you enjoyed today's episode.
52:50
Thank you for listening to Mortgage Marketing Radio, your host wants to get Jeff Zimfer,
52:55
and we'll see you on the next one, everybody.
52:56
Bye for now.
52:57
Thanks for listening to Mortgage Marketing Radio.
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